Jason discusses the phases of emotional urgency in SOLDLab’s January Issue (pages 12-13). See an excerpt below:
“Why can some customers make a decision and fork over a check in only two or three days, but it takes others two or three weeks just to make up their minds? Why can some people be satisfied after seeing only a couple of options, but others tend to see dozens? The answer has to do with how quickly and completely emotional urgency is accomplished.
Emotional urgency is not based as much on circumstances (market, incentives, etc.) but on the customer’s desire to improve their lives. It’s the why behind the purchase. the minivan is going to decrease the stress of carting the kids around. The homes is going to allow them to entertain family members. The yacht is going to allow them to see the world.
When a prospect is pursuing a big-ticket purchase, emotional urgency develops in phases. How soon someone purchases depends on how quickly he/she moves through those phases.”
Click here (Page 12-13) to continue reading about the different phases.
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